The successful businessman's personality ideally has four components, (a)
to plan ahead into the future, to (b) work hard, and for (c) long hours, and (d)
to deal with people.

If
you can make sound decisions, and plan ahead well, you are a long way towards
business success. In business you can and should seek advice from experts. But
after you have consulted all the experts, collected all the facts, the final decisions
remain yours.

We
have touched upon the elements of decision-making and planning in various places
throughout this course. It is worth your while to reread these parts from time
to time, and to practice what they suggest.

But
with decision-making and planning, which is so central to business performance,
we wish to look at them from your personal point of view as well. After all, it
is, or will become, your business. Your personality, your personal modes of thinking,
determines how your business will perform. And especially when times are tough
and your moods are "dark", can you keep going and survive
the difficult times?

Personal decision making and planning

Planning
towards your goals

Say
you walked down the street today. A friend saw you, and called out, "Where
are you going?" You may reply that you were going home, or to your office,
or to a club. But you will not reply. "I want to go home, and to my office,
and to the club. So I'm strolling around to see where I come out."

This
would be a ridiculous reply. It is ridiculous because you always decide where
you want to go. Then you take the shortest or the most pleasant route there.

Yet
many people stroll aimlessly along life's highway. They vaguely know where they
want to arrive at in sound health. But they don't know the order of importance
of these different destinations. Nor do they know the routes, so that they don't
know how to get there. Nor have they studied themselves, to see whether they are
equipped for the journey. These aimless wanderers never come home. Many are victims
of being controlled by others and the will or whims or their associates or partners.
A recommended reading is the book by Dr. Wayne W. Dyer, called Pulling
Your Own Strings

A
better way

There
is a better way to reach your goals. Mr. Henry J. Kaiser put it well.

Kaiser
started life as a poor boy with little education. But he had a bright positive
self-image, and he worked himself up to become one of America's richest men. He
controlled dozens of companies. On his death, he left an estate worth several
hundred million dollars. This is how Mr. Kaiser explained his success recipe.

First,
know yourself, and decide what you want to make out of your life. Then write down
your goals, and a plan to reach them.

Second,
use the latent powers and hidden energies of your soul and subconscious mind.

Finally,
WORK. Put your action plan into determined action.

These
are the words of a man who single-handedly made himself into one of the world's
super rich. Modern psychology shows the wisdom of his words. If you know what
you want, and you can summon the energy to plan and act on your goals, all of
them are within your reach. Let us study Mr. Kaiser's formula for success.

Know
your wonderful self

Almost
2,500 years ago there lived, in Athens, a man named Socrates. He was very ugly,
and walked barefoot around the city, instructing the people in moral wisdom. He
was, in fact, one of the greatest moral teachers the world has ever seen. He told
the people of Athens that the first step, the biggest step, to wisdom is in the
words: KNOW YOURSELF.
This remains as true today as it was 2,500 years ago. Man must forever seek to
know himself. There is no final answer. It is a process that fills a lifetime.
Here are three things that you should try to know all about yourself.

Know
your strengths. Find out what your own positive qualities are. Everyone
has good qualities, personal plus points. Think about yourself and learn what
your strengths are, then use them

Do
not fool yourself by thinking that you have none or very few. Sometimes they are
hidden, buried deep down below a layer of negative images. Dig them out. Dr. Maxwell
Maltz, a scientist, who has written books about how a good self-image helps a
person says, "I have, during my many years as a plastic surgeon and human
being met so many people who buried their finest qualities." He has met,
says Dr. Maltz, warmhearted human men who felt forced to prove that they were
masculine by never showing their feelings. There were women so ashamed of single
scar on their faces that they never dared to show their basic kindliness. There
were people so unhappy with their jobs that they forgot to use their creative
talents to sing, or draw, or write.All this is not necessary. Find out what your
plus points are, and build on them. To obtain this book by Dr.Maltz called Psycho-Cybernetics
visit this link Psycho-Cybernetics.

Know
your weaknesses. We all have our weak spots, physical and mental. Find
out what yours are, and see if you cannot do anything about them. If you can,
do something. But if you can't, accept them, and learn to live with them. Wishing
them away, or feeling sorry for yourself will get you nowhere.

Mr. Richard Nixon,
former president of the United States of America, learnt to do this at university.
He tried to play football, but played so badly that he was never selected for
the team. He accepted this, and was content just to cheer his team from the pavilion.
About this someone wrote: "Nixon's acceptance of his limitations won the
admiration of his football coach and lifted the morale of the team."

No one is perfect
at everything. Prof Albert Einstein did poorly at school and was bad at sport.
He accepted his weakness, and spent time on his strong point. This was mathematics.
He became the greatest mathematician the world has ever seen.

Napoleon
Bonaparte was not worried about his height, although he was many inches shorter
than most women of his time. A famous president of the United States, Mr. Franklin
D Roosevelt, had polio and could not walk unaided.

Another
president, Mr. Abraham Lincoln, was considered extremely ugly and children often
cried when they saw him. It did not worry Mr. Lincoln he even joked about it.
An opponent once called him " a two-face". "That is not true,"
replied Mr. Lincoln. "If I had two faces, do thou think I would wear this
one?"

So,
take your cue from these great men. Accept those weaknesses that you cannot change.
But, remember, only those that you cannot change.

Know
your own purposes. The word success is used so frequently that one may
think it has one meaning only, like the words, rock, or water. But this is not
true. Success means a different thing to every person. For some, like the bully
and tyrant, success lies in getting power over people. To others, success equals
money and the things money can buy. Some people, like poets and painters, feel
successful when they are creating something artistic. Others, such as scientists
and thinkers, find success when they uncover the laws of nature.

Your idea of success
is almost as unique to you as your fingerprints are. Ask yourself what will make
you feel most alive, most happy, and you will know what success means to you.
Then act on this. Forget what others say or think, their ideas of what is good
for you are likely to be wrong. Select your own stars, and follow them with vigor.

Planned
Action Towards Success

We
have now looked at ways of putting the first sentence of Mr. Henry J. Kaiser's
success recipe to use. Remember, the sentence was: "Know yourself, and decide
what you want to make out of your life."

Let
us now look at his second sentence: "Then write down your goals, and a plan
to reach them." And, while we are at it, we will also look at his last sentence:
"Finally, work and put your action plan into determined action."

Mr.
Kaiser's recipe is the result of his own experience. It worked for him. Scientists
have found that it will also work for you.

In
the paragraphs that follow, we will look at the most modern ways of applying the
Kaiser formula. We will do it under three headings. These are desire, confidence,
and knowledge.

Desire

The
very first thing in the series of forces that impels animals and human beings
to action is to feel a need for something and desire it.

The
horse will not walk to the drinking trough before he feels a need for water. You
will not study for an examination before you desire further qualifications. Desire
is the first step to action.

Desire
comes from deep down inside of you. One of the world's most famous psychologists,
Prof. Abraham Maslow, studied the origins of needs. Prof. Maslow says that each
cell in a human body gives out signals about its needs. The signals reach the
servomechanism in the subconscious, which sends them to the conscious mind in
the form of desires.

We
do not have to think up our desires. They reach us as a matter of course from
the little computer in our subconscious. When your body needs salt, you feel a
desire for salt in your food. You do not have to calculate how much salt you need.
It is done for you in your subconscious.

Scientists
have also discovered that desires impel people to action if certain conditions
are met. They have coded these into a step-by-step program. To explain the program,
let us imagine that you desire more money. We will now see how you should handle
this desire to motivate you towards action.

Clearly
define your goal. Tell yourself exactly how much money it is you desire. Be
as clear as possible about it. Do not tell yourself that you want lots of money
but rather set a definite goal; $100,000 in cash assets, or $30,000 per year.

Clearly
define what you will give you in return. For example, you may decide that
your contribution may be your ability to sell things to people, your technical
knowledge of bookkeeping, your ability to speak fluently, write well, think up
new ideas, save costs by planning. Or simply your ability to work hard. You do
not need a special talent.

Set
yourself a date. Decide that you want to possess the $100,000 or earn the $30,000
per year, in 6 months time, or 2 years from today.. Any date will do but make
it definite.

Draw up an action plan. This is the most important step. Draw up a definite
plan of action to reach your goal. Make the plan as concrete as possible, for
example, set goals month by month for each month up to the final date. And start
immediately after your plan is complete. Your plan need not be as detailed as
a builder's blueprint. In human affairs, no forward planning can ever be final,
or complete. We must revise and change as we go along. But be clear about your
initial steps, and fill in more details when you can.

Put
the above steps in writing.
Write down on a piece of paper how much money you want, when, what you will offer
in return, and exactly how you plan to do it. Put this paper in a private file.
Add notes to it as new thoughts occur. Anticipate problems, and outline ways of
solving them. See to it that your written plan grows as your thoughts become more.

Re-read
this daily. Read this written memo twice every day, once on rising every morning,
and once before going to bed every night. Read it carefully, and jot down additional
points.

You
must follow the steps given above exactly as they are given. The six steps
have been tested, and found invaluable. There are good reasons, which you
do not have to bother about, or why they work. Many thousands of ordinary men
and women have proved to themselves the value of this magic six-step formula.

Now
Stop reading and select a strong desire from among the many that you have.
Apply the first five steps to them. Allow ample time to number 2, "Clearly
define what you will give in return." and the most to number 4, "Draw
up an action plan." Keep thinking after you have finished number 5, "Writing
down your plan", and change the plan if necessary. Take at least a day
or two on the whole plan. Do not read below until you have formed a six-step plan
to fulfill one of your desires. Please Stop Reading NOW.

Confidence
Your chances of reaching a goal are much better if you believe that you
can reach it. Confidence is the second step in motivating yourself. We live in
a world where we often feel that things are too much to cope with, where we feel
that we cannot do the things we would like to do. It is not easy to be confident
about things.

But
you have already seen how you inject confidence into yourself. Use the principles
of psycho-cybernetics to charge your battery. It will reward you over and
over for the effort.

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Relevant
knowledge

You
will reach your goals much faster if you use as much specialized information and
knowledge as possible.

Learn
as much as you can about the goal you have set yourself and the business. If your
goals to succeed are in selling, read books about sales techniques, oberve successful
salesmen in action, find out the common mistakes in selling, find out which products
and services are in current demand. Become an expert yourself by drawing on facts
from expert sources. Think about your information, organize it into useful headings,
and write it down.

Let
us say you have decided to use the techniques in these notes to help you to achieve
three goals in your life or business.

Open
a file on each goal. File away newspaper clippings and articles and notes from
your own research. Look at each file regularly, say three times each week. Check
on your progress. Collect information on the main sources of investigation, and
fill in the gaps in your knowledge as they appear.

You
will find it easier to remember the facts for your file, because it is your private
file. Of course you don't have to remember all of it, because it is there in your
file to consult whenever you feel the need to.

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